Predictable B2B Success

Luke Charlton (AKA: The Aussie Hermit) has been featured in “6-Figure Coach” magazine, spent in excess of $16 million on advertising, banked $50M+ in sales for his clients, and has been hired by top ad agencies to write copy for experts such as... Bob Proctor, Mike Dillard, Neil Patel, Grace Lever, Ryan Moran, and many more. He is also a client attraction specialist, business coach, expert marketer, and email sales authority. Now he spends his days as a hermit living somewhere near Byron Bay, Australia, teaching coaches how to get a lot of clients by sending just one 15-minute email per day, In this episode, he shares how we can use Customer acquisition models and $ 25,000-a-day ad scaling secrets that drive growth. Insights he shares include: Why we don't need a sales or marketing funnel as part of our customer acquisition models when starting outWhat business stage do we need to start looking at funnelsWhy Luke prefers email for customer acquisitionIs advertising an appropriate customer acquisition model for any company in the B2B spaceHow to get quality leads onto your listHow Luke gets high-paying clients by sending just 1 email per dayHow to ensure that your list is engaged and responsiveWhat the entertainment approach to your customer acquisition models could look likeand much much more ...

Prantik Mazumdar is an entrepreneur and venture capitalist investor and acts as a digital transformation catalyst in organizations to drive sustainable change and impact. He started his entrepreneurial journey with Happy Marketer in 2011 where he spent a decade building and scaling up one of the best and most awarded independent digital marketing services firms in the region that served brands like Standard Chartered bank, Income, Great eastern life, Royal Brunei Airlines, Coffee Bean & Tea Leaf, Starbucks, Starhub, Ping An, Grab, Shop, Kimberly Clark, Singtel amongst others.  In this episode, he shares how we can use startup valuations to drive growth and increase a company's valuation. Insights he shares include: Why is it important to estimate the value of a startupNorthstar and metrics that companies should focus on in the growth phaseIn what ways can companies go for a blended valuationWhich are the most popular valuation methodsPicking the right method for your stageThe appropriate lens with which to view business exits and revenue related north star metricsThe place for blended valuationsand much much more ...

Shay Wheat is a Certified Event Producer™ & Creator of popular programs such as “The Powerful Event Process”, and “The Ultimate Event Planner Certification Program”, and CEO of Grace & Ease Productions, Inc. Her company supports clients in creating Powerful and Profitable events. Producing In-Person and Live-Virtual events from 200 to 4,000+ attendees, and collaborating with many well-known celebrities such as Dr. Oz, Lisa Nichols, Dr. Claire Zammit, Bill Baren, Alison J. Prince, Josh Turner, and many others. They assist Speak-to-Sell clients to be extremely profitable with their events: just recently one client generated over $2.1 Million dollars in one Virtual Live 3-day event. Their clients have generated over $24 Million in revenue, gaining over 3,500 NEW clients and changing the lives of over 16,000+ attendees. In this episode, Shay shares how we can use the event management process to drive growth in 5 phases. Insights she shares include: The differences between small events vs large events beyond that of size5 phases of events and how to use each phase to drive growthCan speak-to-sell events be used by level 1 and 2 businesses?How to decide on the best event typeThe event management processWhat the event management process looks like and understanding all that is involvedHow best to marry your business model with the event management process for each phaseHow to use events to build relationships with clients and prospectsHow to build a sense of community and exclusivity with your event management processand much much more ...

Thomas H. Douglas is the Chief Executive Officer of JMARK, an award-winning innovative IT solutions provider for organizations of all sizes. Thomas has led his company to 9 consecutive appearances on the Inc. 5000, something only 1% of CEOs who make the list ever achieve. He became a part of JMARK designing, building, and maintaining its functional aspects as an entry-level engineer before purchasing the company in 2001. As JMARK's CEO, he formulated processes that provided repeatable outcomes and a predictable revenue stream that placed JMARK on a growth trajectory that up to this day, is revolutionizing the region's engagement with technology. JMARK has been providing I.T. support services in Missouri, Oklahoma, and Arkansas for 30 Years; catering to various industries such as banking, healthcare, hospitality, manufacturing, transportation, accounting, legal, oil, and gas. Thomas has seen it all as a father, veteran, business leader, and technologist. He visited 18 countries when he served in the US Navy and is also publishing a book entitled Adapt or Die, which explores Thomas' algorithm of success. The algorithm is built on more than 30 years of lessons and business acumen that Tom has acquired through his tenure as CEO. He has now compiled his wisdom in order to provide the next generation of business leaders a launch pad to help them understand and determine product innovation, business strategy, growth, sales, and marketing models, organizational strengths, operations, and processes. In this episode, he shares how we can use IT and innovation in change management to fuel success and growth. Insights he shares include: Why do people believe that technology is a pain point that must be dealt withIs there a cultural and generational problem with technology and innovationIn what ways can/does IT impact culture and innovation in change managementThe impact of core values on innovation in change managementHow does the Algorithm of Success impact innovation in change managementWhat are the capabilities that every business needs to have in place for businesses to be sustainable, scalable, and successfulWhy should we consider applying the reverse of the Pareto rule to innovation in change managementand much much more ...

Ryan Dohrn, is an amazing entrepreneur, author, and sales training, expert. He is also a motivational speaker - who has given more than 1000 keynotes! He is known as the “funny sales guy” and has won an Emmy for marketing excellence while working for ABC TV/Walt Disney Co. (He has a great sound studio too by the way where he does his podcasting.)He was recognized by Forbes.com with the “Best of the Web” award for his business strategies. He’s the creator of the "RD Way," which is a unique method for finding out what customers want before trying to sell to them - and to date, he’s generated over $100 million in sales for his clients and himself collectively. Ryan also has three books: Selling Forward: Pandemic Tested Sales Strategies for Success;  Selling Backwards; and How To Be A Manager Without Being A Jerk. The books are essentially designed to help sales professionals and entrepreneurs (who are essentially salespeople) discover exactly what their customers want to buy so that they can have sales success without stress. In this episode, Ryan shares how we can identify 3 different buyer types and how to sell to each one to drive growth. Insights he shares include: The power that marketing brings to the equationWhat are the 3 types of buyers we encounter the mostWhy understand buyer personalities to connect better with themWhy the depth of relationships matter and how to measure itThe customer needs assessments. (CNA) seems to be a vital part of every sales plan. Why Ryan does not like the CNAWhy invest in personality profiling of potential customersDo we need to revise the way we ask for a sale?How to host virtual calls that close sales and much much more ...

Millie Hogue is the Director of Demand Generation and Head of B2B Marketing for MedBridge, a fast growing Seattle startup. Her experience ranges from working with brands like Coca-Cola and Netflix to booming software companies. She also owns her own marketing consulting firm where she teaches other startups how to jump-start revenue and own their space in the market. How? By using demand generation strategies to help brands build revenue engines that will last for years - not a month. In this episode, she shares how we can use demand creation strategies to build revenue engines that drive growth for years to come. Insights she shares include: Why is marketing often an afterthought in most SaaS companiesThe difference between demand generation and lead generationWhy Millie suggests we create a platform that fuels demand creation and generates compound interest over timeHow to balance short-term gains and revenue growth with longer-term objectivesHow to navigate the mind-shift and heart shift required to put marketing and demand generation at the heart of revenue growthThe challenge for companies wanting to implement demand generation - sell to humans and bad messagingThe best place to start with demand creation when on a tight budgetHow skyscraper content can still be a great demand creation tacticIs link building still worth pursuing given today's trendsand much much more ...

Raul is the Chief Advocate at ReferralCandy, the #1 referral program platform online Since its launch in 2009, they have over 30,000 paying users with over $10M in annual revenue. What’s even cooler is that since then they’ve paid out over 300M in referral commissions to clients. Referrals are the key for a lot of businesses. For instance, MorningBrew has reached over 2.5M subscribers and attributes 30% of their subscribers to be from their referral program. The same goes for Harry's when they gathered 100K emails in a single week. In this episode, Raul shares we can use customer referral programs to drive growth while building strong partnerships and customer relations. Insights he shares include: What it means to give value without expecting anything in returnWhy customer referral program ideas will not solve your business problemsWhy are businesses happy to invest in ads but not discounts or cash for referralsHow to ensure you are ready for a customer referral programHow to gain referrals in a way that is relationship-oriented as opposed to transactionalExplore the intersection between referrals and performance marketingCustomer referral program ideasWhy ReferralCandy treats all partners alikeWhy effective customer referral program ideas require a bit of a mind shiftand much much more ... 

Angeley Mullins is the CMO & CGO at Latana, an AI-Powered brand tracking solution, designed to help brands make better marketing decisions. Latana is a leading technology company that allows users worldwide to understand key brand insights for both themselves and their competitors and enables them to zoom in on the audiences that drive their business.  In this episode, she shares why businesses should add brand tracking to their strategies and how it can become an indispensable component of driving growth. Insights she shares include: Why most businesses don't know what their brand awareness is and what associations customers and prospects make with their brandWhat is brand trackingThe problem that brand tracking solvesDo we really need to invest in brand tracking given the wealth of data points and information we currently receive from other tools and platformsWhom to track and how when investing in brand trackingWhy marketing and sales should be across brand trackingThe best ways to make brand tracking possible and get feedback from customersWhere brand tracking software sits in the tech stackThe level of granularity we can expect from the data being obtainedHow best to track brand performancePitfalls of brand tracking that companies often run intoIndicators and metrics to watch in order to achieve ROIand much much more ...

Jeff Cohen is a serial entrepreneur who has started six companies. He grew a software company from nothing to 20 million in revenue in a little over two years. He has also had the experience of being on Shark Tank and being called radioactive by Mr. Wonderful himself, Kevin O’Leary on Shark Tank. Freedom is the dream of every CEO and entrepreneur. Developing leaders and teams with an ownership mindset is the ticket to fulfilling this desire. Jeff now presents Count-On-Able as the new and rapid success framework that guides CEOs to make this happen. Jeff brings over 20 years of experience as CEO of technology and management consulting companies working with over 300 SMB and Fortune 500 clients to beat the competition while having fun and bringing the whole team along for the ride. In Jeff's book Count-On-Able, A Practical Guide to Lift, Shift and Empower YOU and Your Team, (which debuted as a #1 bestseller!) he lays out the number one impact to every business and a simple structured approach that eliminates this problem. Sponsored by Union Bank, Comerica Bank, and The Valley Economic Alliance, Jeff has led over 40 underserved minority women to start, launch, and grow their businesses with the Count-On-Able program. It took eight years, working with over 300 CEO's, Business Owners, and Entrepreneurs to develop, test, and implement the Count-On-Able method and patent pending process. In this episode, he shares how we can build a count-on-able culture to replace traditional accountability in leadership in order to drive growth and empower your team. Insights he shares include: Do employees want a boss or leaderIs accountability in leadership and business an outdated conceptWhat could we replace accountability with and how would it play out practically speakingHow should accountability in leadership shift in the way it has been traditionally handledWhy count on people to keep their promisesHow has counting on people made a difference in business outcomesWhat do people who can be counted on do differentlyWhy do we need to examine people's motivations for particular rolesThe correlation between culture and accountability in leadershipand much much more ....

Steve Preda is a Leadership Team Coach whose passion is to help emerging privately owned businesses grow and thrive. He pursues it by simplifying and teaching management and strategy concepts used by large companies, and elite consulting firms. Since 2012, he has helped over 100 businesses grow their teams, revenues, and profits as a business coach, EOS Implementer, and as a Pinnacle Business Guide. Steve explores business-growth shortcuts on the Management Blueprint podcast and delivers workshops and keynotes to business leaders around the US. He has written 4 books, including a #1 Amazon bestseller and: "Pinnacle: Five Principles that Take Your Business to the Top of the Mountain". In this episode, he shares how we can use the 5 pinnacle business principles to easily drive 5x growth in 5 years. Insights he shares include: Why use the pinnacle business operating systemWhat are the fundamental business principlesWhat are the 5 pinnacle business principlesThe role of playbooks as developed by business principlesWhat are the 15 business practicesCan you predictably 5X in 5 YearsBusiness principles that allow you to take profitability to the next leveland much much more ...